To make the territory review / planning session a success, you need to get your reps to engage in strategic thinking (not just tactical thinking).

 

A coherent territory plan ensures your salespeople are focused on the opportunities that will maximise yield by allocating the appropriate territory, accounts etc. based on their skills and experience.

 

I like to think of salespeople as having a franchise. So, let’s imagine that you owned the Master Franchise for a region or national territory as part of a fast-food chain.

 

You would be expected to come up with a plan to generate as much business from that area as possible. You would need to find, onboard, and develop franchisees who could maximise revenue opportunities for you, right?

 

Think of your salespeople as franchisees.

 

True, your reps are salespeople, but they are also business owners.

 

That they ‘sit’ on a territory and are expected to come up with a business plan to maximise its yield.

 

Today, I’m going to give you some ideas and fresh thinking.